Responsibilities:
Revenue Ownership & Forecasting:
Own end-to-end B2B revenue performance, including pipeline health, conversion rates, and sales velocity.
Develop accurate monthly and quarterly forecasts, clearly identifying risks and opportunities.
Establish and track KPIs to drive accountability against revenue targets.
Own all new business development, including inbound qualification and outbound prospecting across priority verticals and target accounts.
B2B Sales Strategy & Channel Development:
Develop and execute a comprehensive B2B sales strategy across key channels, including hospitality, trade (designers/architects), and wholesale partners.
Define target segments, prioritize verticals, and build scalable inbound and outbound sales engines.
Identify and pursue high-value partnerships and enterprise opportunities.
Sales Operations & CRM Management:
Oversee all sales operations, including CRM strategy, implementation, and ongoing optimization.
Build reporting infrastructure and dashboards to deliver actionable insights and improve team performance.
Team Leadership & Enablement:
Lead, coach, and develop a high-performing B2B sales team.
Establish clear roles, quotas, and performance expectations.
Cross-Functional Collaboration & Commercial Strategy:
Partner closely with marketing on go-to-market planning, lead generation, and B2B lifecycle initiatives.
Collaborate with manufacturing and operations teams to align sales efforts with production capacity and lead times, particularly for custom products.
Work with finance to develop pricing strategies, discounting frameworks, and credit policies that balance growth and profitability.
Go-To-Market Execution & Industry Engagement:
Lead go-to-market planning for new product launches and entry into new verticals.
Oversee trade shows, industry events, and showroom strategy, including lead capture, follow-up, and ROI analysis.
Continuously refine outbound sales efforts and business development strategies.
Qualifications:
8 - 12 years of sales, account management or business development experience.
2 - 5 years experience managing a high-performing sales team in the B2B space.
Proven track record owning and delivering against revenue targets.
Experience implementing and administering a sales CRM such as Hubspot or Salesforce.
Reporting and data analysis.
Strong verbal and written communication and relationship-building skills.
Strategic planning and industry analysis.
Collaboration with operations or manufacturing teams and experience selling custom products.
Experience working in the hospitality or design industries a plus.
Experience in a startup environment or founder-led company a plus.
Compensation + Benefits:
$100,000 - $150,000 + Commission.
Group medical, dental and vision insurance.
15 days PTO + 11 company holidays.
401k + company partial match.
Ceramics studio, materials and kiln access.
How To Apply:
Please click the "Apply" button below or send an email to jobs@jonopandolfi.com with the subject line "B2B SALES DIRECTOR - YOUR NAME" with a resume and cover letter.
About the role:
We are seeking a strategic and hands-on B2B Sales Director to own and scale our business-to-business revenue engine. This player-coach role will be responsible for driving new business in the hospitality industry, building a high-performing sales organization, and developing repeatable systems across pipeline management, forecasting, and outbound growth. The ideal candidate brings a blend of commercial leadership and operational rigor, with the ability to translate market opportunities into executable sales strategies while partnering closely with marketing, operations, and finance. This is a highly cross-functional role suited for a leader who can both close key deals and build the infrastructure to support sustained, profitable growth.
This role is based in our studio in Union City, NJ.
About Jono Pandolfi Designs:
Jono Pandolfi Designs is a family-owned ceramics studio based in Union City, NJ. We have a small but mighty team of 35 people who form, fire, and ship ceramic dinnerware to passionate home cooks and the best restaurants around the country. We foster a creative and supportive environment and provide on-the-job training. We offer competitive wages, good benefits, and a 401k match to all our full-time employees. We focus on quality, not quantity, and no matter what’s happening, we all stop for a team lunch every day at 1pm.
We have a low-impact production process that transforms natural materials into durable products and our ceramics are meant to last generations. The studio overlooks the city skyline just above Hoboken and is easily accessible from NYC via public transit. Learn more about our studio here: jonopandolfi.com/studio
